Distribution Channels - Optimizing Market Penetration

Distribution Channels - Optimizing Market Penetration


Choose from the following table the course date which you would like to attend the course on :

Sart
End
Fees
Venue
Length
25-Mar-2018
29-Mar-2018
4700$
Kuala Lumpur (Malaysia)
One Week
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11-Mar-2018
15-Mar-2018
5700$
London (UK)
One Week
Click Here
8-Apr-2018
12-Apr-2018
7500$
Istanbul (Turkey)
One Week
Click Here
8-Apr-2018
12-Apr-2018
4700$
Dubai (UAE)
One Week
Click Here
8-Apr-2018
12-Apr-2018
6950$
Paris (France)
One Week
Click Here
13-May-2018
17-May-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
20-May-2018
24-May-2018
5700$
London (UK)
One Week
Click Here
24-Jun-2018
28-Jun-2018
7500$
Istanbul (Turkey)
One Week
Click Here
3-Jun-2018
7-Jun-2018
4700$
Dubai (UAE)
One Week
Click Here
24-Jun-2018
28-Jun-2018
6950$
Paris (France)
One Week
Click Here
1-Jul-2018
5-Jul-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
22-Jul-2018
26-Jul-2018
5700$
London (UK)
One Week
Click Here
19-Aug-2018
23-Aug-2018
7500$
Istanbul (Turkey)
One Week
Click Here
12-Aug-2018
16-Aug-2018
4700$
Dubai (UAE)
One Week
Click Here
19-Aug-2018
23-Aug-2018
6950$
Paris (France)
One Week
Click Here
16-Sep-2018
20-Sep-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
16-Sep-2018
20-Sep-2018
5700$
London (UK)
One Week
Click Here
7-Oct-2018
11-Oct-2018
7500$
Istanbul (Turkey)
One Week
Click Here
21-Oct-2018
25-Oct-2018
4700$
Dubai (UAE)
One Week
Click Here
7-Oct-2018
11-Oct-2018
6950$
Paris (France)
One Week
Click Here
18-Nov-2018
22-Nov-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
11-Nov-2018
15-Nov-2018
5700$
London (UK)
One Week
Click Here
2-Dec-2018
6-Dec-2018
7500$
Istanbul (Turkey)
One Week
Click Here
9-Dec-2018
13-Dec-2018
4700$
Dubai (UAE)
One Week
Click Here
2-Dec-2018
6-Dec-2018
6950$
Paris (France)
One Week
Click Here
27-Jan-2019
31-Jan-2019
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
20-Jan-2019
24-Jan-2019
5700$
London (UK)
One Week
Click Here
10-Feb-2019
14-Feb-2019
7500$
Istanbul (Turkey)
One Week
Click Here
17-Feb-2019
21-Feb-2019
4700$
Dubai (UAE)
One Week
Click Here
10-Feb-2019
14-Feb-2019
6950$
Paris (France)
One Week
Click Here

Introduction

This program is designed for:

Sales and marketing staff and executives who wish to interact more effectively with distribution channels, and optimize product and services market penetration and consumer coverage. In addition, this program is geared toward organizations and companies that are establishing new market presence and need an in-depth view of the distribution channel business. The program is also designed for channel managers and professionals who want to refresh and develop new techniques when it comes to managing distribution channels.

Objectives

  • Understand the distribution channel dynamics and how it fits the overall product marketing mix.
  • Assess and select the most strategic value-added partnerships that complement core marketing activities.
  • Define the most effective distribution channel strategies that enhance the go-to market models.
  • Develop the collaborative distribution channel approaches that provide broader market coverage and consumer reach.
  • Manage and measure the distribution channel effectiveness and delivery capabilities.

Content

Introduction to Distribution Channels

  • Market Analysis: What Does the Market Want?
  • What Is Your Go-To Market Strategy?

Distribution Channel Mix

  • Going Back to Basics (The 7 Ps)
  • Direct versus Indirect Market Coverage
  • Understanding the Different Models of Distribution Channels

Distribution Channel Selection and Foreseeable Concerns

  • Key Selection Criteria to Consider
  • Engaging New Distribution Channels
  • Risks and Opportunities Associated with Distribution Channels
  • Business Conflicts Around:
    • Purchasing Agreements
    • Product Lifecycles
    • Marketing Campaigns
    • Product Support

Distribution Channel Support

  • Introducing Collaborative Marketing
  • When to Apply the Push versus Pull Models
  • Gauging the Right Parameters
  • Activating the Relevant Business Tools

Financial Considerations

  • Managing Receivables and Credit Terms
  • Dealing with Margin Discussions
  • Reducing the Levels of Risk Exposure
  • Leveraging Warranty and Services Terms and Conditions
  • Handling Customs and Duty Fees
  • Optimizing Rebates and Discounts to Secure a Larger Piece of the Market Pie

Distribution Channel Marketing

  • Interacting with the Market Dynamics
  • Distribution Channel Marketing Techniques
  • How to Best Co-Develop Business
  • How to Protect the Brand
  • Getting the Most out of Marketing Funds
  • Market Representations and Customer Perceptions

Managing the Distribution Channel Relationship

  • The Need for Structured Planning Cycles
  • The Importance of Training and Education
  • Managing the Competitive Landscape
  • Understanding the Legal and Contractual Elements

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